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Expert helps client companies select target markets, determine which distribution channel to use to reach them, and set up that channel.

For example, it was decided that a Brazilian producer of honey could sell retail packages to consumers on the east coast. The best channel seemed to be for the producer to sell to and support an importer-distributor in the New York / New Jersey area. Such an importer was identified and brought together with the producer, a deal was made, and the trade is now flowing smoothly.

A Nicaraguan producer of cuts of beef wanted to establish distribution in the Miami area. The consultant identified potential importers who were qualified and honest and brought them together with the producer. Sales are strong and are gradually increasing.

Hearts of palm from Bolivia were not selling in the USA. He conducted a market study, identified possible buyers, advised on product design and quality control, prepared a sales presentation, assisted in exhibiting the product in a trade show, and helped in other ways to place the product in the U.S. market.

Over the past several years, he has worked with marketing of nearly every kind of food product including bottled water, herbs and spices, fruits and vegetables, canned and packaged foods, frozen food, meat and seafood, etc. In a recent study of the Washington D.C. area, he developed market information and recommendation for 15 high quality fresh and processed food products from Chile.

His work has included two of the so-called "wonder foods" camu camu from Peru and acaí from Brazil. Both are berries, which were unknown in the U.S. a few years ago. Now, both are found in many dietary supplements, beverages and other products. Other work has included, for example, helping a producer's group from the Dominican Republic explore and enter the U.S. market with delicious MD-2 pineapples.

Although much of his work involves exporting TO the USA, he has done some work on trade in the other direction. One example is a survey of the market in Mexico for farm equipment made in the USA. Others include advising U.S. residents on exporting, to their home countries, products such as used automobiles and electronic equipment.

Market assessments can be simple or complex. In several cases, he has determined with a few phone calls that there was or was not a market for a particular product. In others, considerably more effort was involved. One example is a study in the Washington D.C. area of the market for small cars, to be placed near Metro stops and rented to registered users on an hourly basis. The result was positive, and this business has now been established.

His work has included writing business plans as well as marketing and promotion plans. One client was a Hispanic-owned accounting firm north of Washington, DC. The work began with a survey of how small companies choose accountants and a determination of what should be his target market. A comprehensive marketing plan was developed and implemented, and the firm's business has increased steadily.

The "marketing mix" is the interplay of the various marketing functions to help increase sales and maximize profits. In many cases, he has advised producers of food products to improve their packaging, increase expenditures on promotion and raise their prices. For a producer of dried fruit in Madagascar, he determined that improving distribution, by paying a commission to a well-connected broker, would give the supplier more sales and almost eliminate the need to spend money on promotion.

Over the past several years, he has worked with marketing of nearly every kind of food product including bottled water, herbs and spices, fruits and vegetables, canned and packaged foods, frozen food, meat and seafood, etc. In a recent study of the Washington D.C. area, he developed market information and recommendation for 15 high quality fresh and processed food products from Chile.

Conducted market studies and organized a trade mission for products of the Dominican Republic to New York and Miami. He has conducted market studies and organized a trade mission for products of Brazil to New York and Miami. Conducted market studies and organized a trade mission for products of Nicaragua to Houston and Miami. Studies related to investment promotion in Colombia and Nicaragua. Organized an export promotion fair in Washington D.C. for the country of Peru. A list of more than 100 short-term assignments is available on request.